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The Five Rules Of Closing A Sale

The Five Rules Of Closing A Sale



a quick outline on a course in closing a sale

a quick outline on a course in closing a sale



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    The Five Rules Of Closing A Sale The Five Rules Of Closing A Sale Presentation Transcript

    • The five rules of Closing a Sale
      • What is closing a sale?
      • And end and a beginning:
      • *Customer ends the search
      • *You begin a new customer relationship
    • The end of the customer's search
      • Customer experiences
      • Relief
      • Satisfaction
      • Joy of use
    • You being a new customer relationship
      • Now you can show your stuff
      • Now you can work on making a new friend
      • Now you can build your business
    • Closing is so misunderstood
      • It sounds a bit rough
      • Could someone get hurt?
      • Does it have to be done harshly?
      • Is it something you do to the prospect?
      • Is it nice to do?
    • Closing should be a collaboration
      • You and the prospect work together to use your service to solve the person’s problem.
      • The Close happens when the prospect becomes the customer.
    • Closing Rule number 1:
      • You can’t sell anybody anything!
      • …but you can help people talk themselves into buying just about anything at all.
      • Your job is to help the prospect make a decision.
    • Closing Rule number 2:
      • It is not about you…
      • … it is about the prospect!
      • What does the prospect want to talk about?
    • Closing Rule number 3:
      • Assume the sale!
      • Believe you offer the best solution in the area.
      • Believe you talk to buyers and not shoppers.
    • Closing Rule number 4:
      • Close on the minor points
      • If you and the prospect agree on all the minor points, there is nothing left to do but sigh the paperwork.
    • Closing Rule number 5:
      • “No” only means “not yet”
      • If you assume the sale, then a “No” just means you missed something…get back to work asking good questions.
    • Follow the Five Rule of Closing
      • 1. You can’t sell anybody anything
      • 2. It’s not about you
      • 3. Assume the Sale
      • 4. Close on the minor points
      • 5. No only means Not Yet
    • Thank you!
      • Tron Jordheim
      • [email_address]